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vi Table of Contents

New Generation of Workers (22) — Union Responses (23) —Summary of Learning Goals (23) —- Questions for
Review and Discussion (24)

Chapter 16 Human Resources Management
Chapter Overview (2) — Human resource management (2) — Human Resource Management as an Emerging
Managerial Function (2) — Human Resource Planning (4) — Job Analysis, Job Description, and Skills Specification
(4) — Employee Recruitment and Selection (5) — Recruitment (5) — Internal Recruiting (5) — External Recruiting
(7) — Selection (7) — Rejection of Unqualified Applicants (11) — Employee Testing (12) — Power of Reading (12) —
Banning Lie Detectors as Employee Screening Devices (13) — Interviewing (13) — Background Checks (13) — The
Physical Examination (14) — The Smoking, drug use, and drinking (14) — Employee Orientation (15) — Employee
Training, Evaluation, and Counseling (15) — On-the-Job Training (16) — Off-the-Job Training (16) — Classroom
training (16) — Management Development Programs (17) — Assessment Centers (18) — Performance Appraisal (20)
— Employee Counseling (20) — Promotions, Transfers, and Separations (21) — promotion (21)— transfer (21) —
separation (21) — layoff (21) — termination (21) — Job Evaluations (21) Employment at Will (21) — Employee
Compensation (22) — Alternative Compensation Plans (23) — Pay for Performance (23) — Incentive compensation
(24) — Profit sharing (24) — Compensation Variation (25) — Comparable worth (25) — Employee Benefits (25) —
Protecting Retirement Benefits (27) — Employee Retirement Income Security Act (ERISA) (27) — Flexible Benefit
Plans (27) — Industrial Safety (28) — Occupational Safety and Health Administration (OSHA) (28), — Summary of
Learning Goals (29) — Questions for Review and Discussion (30)

Chapter 17 Principles of Marketing

Chapter Overview (2) — Marketing adds value — the Exchange Process (3) — Marketing Adds Value, it Creates
Utility (4) — Form utility (4) — Time utility (4) — Place utility (5) — Ownership utility (5) — Eight Functions of
Marketing (6) — Exchange functions (6) — Physical distribution functions (6) — Facilitating functions (7) — Finance
(7) — Risk Taking (7) — Standardization and grading (7) — The Marketing Concept (8) — Marketing in Nonprofit
Organizations (9) — Person marketing (10) — Place marketing (10) — Idea marketing (11) — Organization marketing
(11) — Developing a Marketing Strategy (11) — Selecting a Target Market (11) — Developing a Marketing Mix (12)
— Product strategy (12) — Pricing strategy (12) — Promotional strategy (12) — The Marketing Environment (12) —
The Competitive Environment (13) — The Political/Legal Environment (13) — The Economic Environment (13) — The
Technological Environment (13) — The Social/Cultural Environment (14) — What Is a Market? (15) — Consumer and
Industrial Markets (15) — Industrial goods (16) — Consumer Behavior (16) — Influences on Consumer Buying
Behavior (17) — Consumer Decision Making (17) — Marketing Research (18) — Obtaining Marketing Research Data
(18) — Internal data (18) — External data (19) — Applying Marketing Research Data (19) — Market Segmentation
(20) — Segmenting Consumer Markets (20) — Demographic Segmentation (20) — Geographic Segmentation (21) —
Psychographic Segmentation (22) — Benefit Segmentation (22) — Segmenting Industrial Markets (23) — Summary of
Learning Goals (24) — Questions for Discussion and Review (25)

Chapter 18 Product Distribution

Chapter Overview (2) — Distribution Channels (2) — Wholesaling intermediaries (2) — Retailers (2) — The
Functions of Marketing Intermediaries (2) — Major Marketing Channels (3) — Channels to Consumer Products (4) —
Producer to Retailer to Consumer (4) — Producer to Wholesaler to Retailer to Consumer (4) — Producer to
Wholesaler to Wholesaler to Retailer to Consumer (4) — Producer to Industrial User (4) — Producer to Wholesaler to
Industrial User (5) — Selecting a Distribution Channel (5) — Market Factors (5) — Product Factors (5) — Producer
Factors (5) — Competitive Factors (6) — Vertical Marketing Systems (6) — Administered VMS (7) — Contractual
VMS (7) — Corporate VMS (7) — Market Coverage (7) — Intensive Distribution (8) — Selective Distribution (8) —
Exclusive Distribution (8) — Wholesaling (9) — Manufacturer-Owned Wholesaling Intermediaries (9) — Independent
Wholesaling Intermediaries (10) — Retailer-Owned Wholesaling Intermediaries (10) — Retailing (10) — The Wheel
of Retailing (11) — Size of the Retailing Sector (11) — Types of Retailers (12) — How Retailers Compete (13) —
Planning a Retail Strategy (13) — Target Market (14) — Product Strategy (14) — Customer Service Strategy (14) —

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